希尔顿集团管理意识培训-权力.pptVIP

INFLUENCING PERSUADING BY THE END OF THE SESSION YOU WILL BE ABLE TO: Identify the behaviours associated with influencing others at work. Practise using assertive behaviour. Prepare for a negotiating situation. Demonstrate influencing skills and negotiating techniques in a role play. INFLUENCING AS A MANAGEMENT SKILL DEFINITION OF ASSERTIVENESS “Assertiveness involves standing up for your rights while respecting the rights of others.” COMMON ASSUMPTIONS ABOUT NEGOTIATION There is an area of common ground (mutual interest) Both parties have differences in goal, attitudes and values. There are no rules. Both parties aim to achieve the best possible outcome. Each party is usually prepared to move from it’s original position. Session Six Rational persuasion Explain, provide evidence, highlight benefits Inspirational appeals Highlight values, optimism, link to the persons’ self image Consultation Ask for suggestions, state objectives, involve employees and respond to concerns ASSERTIVE BEHAVIOUR MODEL Assertiveness Passive Aggressive * * * *